Sales Intelligence

Practical knowledge for B2B sales professionals and leaders

Thoughts and analysis on revenue growth and profit, market building, go-to-market, sales planning, misconceptions and pitfalls. Written by Andreas Dorsch from 20 years in the field.

Leadership team connecting sales strategy, forecasting, and capacity planning

LatestStrategic Sales Management

Why Strategy Work Never Gets Done — and What Integrated Sales Planning Has to Do With It

Strategy rarely fails because it is not prioritised. It fails because the working environment surfaces operational problems while strategic signals arrive too late.

August 28, 20267 min readAndreas Dorsch

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Proactive Sales Management

From Reactive to Proactive: What Data-Driven Sales Management Looks Like in Practice

Reactive sales management tells you what went wrong after the quarter ends. Proactive management surfaces problems while there is still time to act.

Aug 27, 20266 min read

Sales planning in a CRM: manager reviewing multiple forecast and pipeline dashboards

Sales Planning & CRM

The Hidden Cost of Running Sales Planning in Your CRM

Your CRM records deals, but it was never built to plan revenue. See what the gap costs B2B IT companies — and how to close it.

Aug 26, 20266 min read

MSP team reviewing a sales forecast with revenue and capacity dashboards

Sales Planning for MSPs

How MSPs Can Build a Sales Forecast That Actually Reflects Reality

MSPs manage recurring revenue, expansion, and new business at once. Mixing them into one forecast produces a number — but not a basis for action.

Aug 20, 20267 min read

Capital Expenditure / Finance

What Is CapEx? Capital Expenditure Explained + Formula

CapEx is money spent on assets that last. Here's the formula, a worked example, and why every CapEx decision needs a revenue plan that's just as rigorous.

Jul 21, 20266 min read

Enterprise Performance Management

What Is EPM? Enterprise Performance Management Explained

EPM is not a management philosophy. It's the framework that connects strategy to real numbers — and shows you where the business drifts before it's too late.

Jul 21, 20267 min read

Financial Planning & Analysis

What Is FP&A? Financial Planning & Analysis Explained

FP&A is not accounting. Accounting tells you where you stood. FP&A tells you where you will break — with the formula to prove it.

Jul 21, 20268 min read

Sales Planning

Top-Down vs Bottom-Up Planning in EPM: Which Wins?

Top-down sets the target. Bottom-up builds from the field. Used alone, each produces a gap. Here's the math that proves why the strongest teams run both.

Jul 21, 20267 min read

Sales Planning

Sales Transformation: When Your Sales Model Needs a Reset

Your team is hitting more activity than ever. And the number still isn't there. The problem isn't effort. It's the model underneath the effort.

Jun 25, 20267 min read

Sales Planning

How Structured Sales Planning Drives Revenue Growth

Most companies don't miss their number because reps don't work hard enough. They miss it because the plan was never real in the first place.

Jun 25, 20268 min read

Sales Planning

Sales Maturity: Where Does Your Sales Organisation Actually Stand?

Most sales leaders think they know their sales maturity level. They don't. They know how busy their team is. That's not the same thing.

Jun 24, 20268 min read

Revenue Operations

RevOps for B2B: Aligning Sales, Marketing, and CS Around One Revenue Target

Three teams. Three sets of numbers. One revenue target that nobody quite owns. That's the normal state. Rev-Ops is built to close that gap.

Jun 10, 20268 min read

When the business model dies – and what really helps. Andreas Dorsch

Strategy & Sales

When the Business Model Is Dying — and What Actually Helps

A worked example showing why new customers cost more than you think — and where the real levers lie.

May 21, 20265 min read

Revenue planning for IT companies – TAM, SAM, SOM with Andreas Dorsch

Sales & Strategy

Revenue Planning for IT Companies: Why the Total Addressable Market (TAM) Decides Your Growth

Software vendors, IT service providers, and MSPs that know their target market precisely grow predictably. Everyone else grows by chance — or not at all.

May 18, 20265 min read

Revenue Operations

Revenue Operations as a Growth Driver: The Complete Guide for B2B Companies

RevOps is the fastest-growing function in B2B. This guide defines what it really means and how to build it correctly.

May 13, 202610 min read

Sales Capacity Planning – calculating sales capacity with Andreas Dorsch

Sales Planning

Sales Capacity Planning: Why Bold Revenue Targets Fail Without Headcount Math

Companies set bold revenue targets but rarely check if they have enough reps to hit them. Here is the complete capacity model.

May 8, 202612 min read

Quarterly briefing · 4× a year

The playbooks Andreas only shares with paying clients — straight to your inbox.

Four letters a year. Each one packed with frameworks, numbers and lessons from live enterprise engagements. No marketing fluff, no generic sales coaching.

Inside every issue

1 deep-dive framework
Ready to use — from pipeline reviews to quota logic.
1 live lesson
What worked (or didn't) this week on a 7-figure engagement.
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One we actually pay for — with an honest verdict.

Written by Andreas Dorsch

20+ years in B2B sales · advises DAX and mid-market sales teams

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Practical knowledge for B2B sales professionals and leaders

Why Strategy Work Never Gets Done — and What Integrated Sales Planning Has to Do With It

From Reactive to Proactive: What Data-Driven Sales Management Looks Like in Practice

The Hidden Cost of Running Sales Planning in Your CRM

How MSPs Can Build a Sales Forecast That Actually Reflects Reality

What Is CapEx? Capital Expenditure Explained + Formula

What Is EPM? Enterprise Performance Management Explained

What Is FP&A? Financial Planning & Analysis Explained

Top-Down vs Bottom-Up Planning in EPM: Which Wins?

Sales Transformation: When Your Sales Model Needs a Reset

How Structured Sales Planning Drives Revenue Growth

Sales Maturity: Where Does Your Sales Organisation Actually Stand?

RevOps for B2B: Aligning Sales, Marketing, and CS Around One Revenue Target

When the Business Model Is Dying — and What Actually Helps

Revenue Planning for IT Companies: Why the Total Addressable Market (TAM) Decides Your Growth

Revenue Operations as a Growth Driver: The Complete Guide for B2B Companies

Sales Capacity Planning: Why Bold Revenue Targets Fail Without Headcount Math

The playbooks Andreas only shares with paying clients — straight to your inbox.

Ready to transform your sales planning?

Start your free trial — no risk, no credit card.